If You Still Get Objections, You Opened Wrong (Peter Strohkorb)

Peter Strohkorb is the Founder and CEO of Peter Strohkorb Sales Growth Advisory. Peter spent 25 years in the corporate world, where he was a senior sales executive, before starting his own business in 2011. He left after a debate with his boss, who wanted more volume in sales outreach and five times pipeline coverage, while Peter did not want to ambush more people cold and turn sales into a numbers game at the cost of his own reputation. When he went out on his own, the senior contacts he had expected to sell to did not trust him in his new role, and he had to rebuild with a clear ideal customer profile, a reason to call and a value proposition, the same things he now teaches small and mid-sized businesses. Based in Sydney, Australia, he helps B2B services and tech businesses grow their revenue without pushy sales tactics that turn buyers off, and Salesforce appointed him one of only 27 B2B sales acceleration experts worldwide. His upcoming book, The First Sales Rep Hire Trap, sets out the 10-step competency framework a business needs before it hires its first sales rep. In this conversation, Peter explains why opening is the new closing, why so many founders blame their first sales hire for a problem they created, and how to lead with what you do for people like your prospect instead of what you sell. Expect to learn why the first call decides whether a prospect ever talks to you again, what a lean forward moment is and how to create one, how to earn the right to talk about your business, why sales reps walk away from businesses that have no selling framework, why chasing five times pipeline coverage burns through good prospects, the free test on Peter's website that shows how ready a business is to hire its first sales rep, and much more… - 0:00 Cold open 0:27 Welcome 0:43 Leaving 25 Years In The Corporate World 1:54 Help Buyers Buy Instead Of Selling To Them 4:24 Opening Is The New Closing 4:42 Why His Corporate Network Did Not Follow Him 7:37 After You Poke The Bear 10:15 The First Sales Rep Hire Trap 15:53 Why Sales Is Not A Numbers Game 19:35 Lead With What You Do For People Like Them 21:17 Where To Find Peter Strohkorb - 🔗 Guest & Resources Connect with Peter Strohkorb:   / peterstrohkorbsalesmarketing   Website: https://peterstrohkorb.com - Get in touch in the comments below or head to... LinkedIn:   / mikulaszach   Apply to be a guest: https://consultingrainmakers.com/ Email: mikulas.zach@agenteedigital.com